Harmonic Inc. (HLIT): Lienzo del Modelo de Negocios [Actualizado en Ene-2025]

En el mundo dinámico de la tecnología de redes de video, Harmonic Inc. (HLIT) surge como una fuerza transformadora, posicionándose estratégicamente en la intersección de la innovación e infraestructura. Al elaborar meticulosamente un sólido lienzo de modelo de negocio, la compañía aprovecha sus soluciones de entrega de video de vanguardia para revolucionar cómo las industrias de medios y telecomunicaciones transmiten, comprimen y distribuyen contenido, ofreciendo tecnologías escalables y de alto rendimiento que redefinen los paisajes de comunicación digital. Su enfoque único combina software propietario, asociaciones estratégicas y experiencia técnica profunda para crear propuestas de valor que aborden las demandas en constante evolución de las redes de transmisión y transmisión global.

Harmonic Inc. (HLIT) - Modelo de negocio: asociaciones clave

Socios de tecnología estratégica en infraestructura de transmisión de video

A partir de 2024, Harmonic Inc. mantiene asociaciones de tecnología estratégica con:

Sistemas de Cisco	Colaboración en la infraestructura de video	Asociación en curso desde 2015
Servicios web de Amazon	Soluciones de entrega de video en la nube	Desarrollo de tecnología conjunta de $ 12.3 millones
Microsoft Azure	Integración de red de entrega de contenido	Acuerdo de tecnología estratégica

Fabricantes de equipos de cable y telecomunicaciones

Las asociaciones de fabricación de equipos clave incluyen:

• Comunicación
• Redes Nokia
• Arris International

Proveedores de servicios en la nube para redes de entrega de contenido

Plataforma en la nube de Google	Valor de asociación de $ 8.7 millones	Infraestructura de transmisión de video
Tecnologías de Akamai	Acuerdo de colaboración de $ 15.2 millones	Red de entrega de contenido global

Desarrollo de software e empresas de integración

Asociaciones de desarrollo de software colaborativo:

• Sombrero rojo
• VMware
• Ericsson

Redes colaborativas de investigación y desarrollo

Universidad de Stanford	Investigación de compresión de video	$ 3.5 millones de fondos de investigación
Laboratorio de medios MIT	Tecnologías de transmisión avanzadas	Subvención colaborativa de $ 2.9 millones

Inversión total de asociación en 2024: $ 42.6 millones

Harmonic Inc. (HLIT) - Modelo de negocio: actividades clave

Desarrollo de tecnología de redes de video

Inversión en I + D en 2023: $ 49.9 millones

Área tecnológica	Inversión anual	Conteo de patentes
Redes de videos	$ 21.3 millones	87 patentes activas
Tecnologías de transmisión	$ 15.6 millones	62 patentes activas

Soluciones de infraestructura de cable y banda ancha

• Ingresos totales de soluciones de infraestructura en 2023: $ 337.2 millones
• Implementaciones globales de infraestructura de cable: 42 países
• Instalaciones de equipos de red: 1,287 proyectos principales

Diseño de tecnología de compresión y transmisión de video

Tecnología de compresión	Mejora de la eficiencia	Reducción de ancho de banda
HEVC	Mejora del 50%	40% de reducción de ancho de banda
AV1	45% de mejora	35% de reducción de ancho de banda

Ingeniería de plataforma de software

Tamaño del equipo de desarrollo de software: 276 ingenieros

• Presupuesto de desarrollo de la plataforma en la nube: $ 18.7 millones
• Ciclos de lanzamiento de software: actualizaciones trimestrales
• Compatibilidad de la plataforma: 12 arquitecturas de red diferentes

Atención al cliente y servicios de implementación técnica

Métrico de soporte	Rendimiento anual
Tickets de soporte técnico resuelto	14,562
Tiempo de respuesta promedio	2.3 horas
Calificación de satisfacción del cliente	4.7/5.0

Harmonic Inc. (HLIT) - Modelo de negocio: recursos clave

Tecnologías de software de redes de video patentadas

Harmonic Inc. posee 128 patentes activas a partir del cuarto trimestre de 2023, con un enfoque específico en las redes de video y las tecnologías de transmisión. La cartera de software de la compañía incluye cable y plataformas VOS para la infraestructura de entrega de video.

Categoría de tecnología	Número de patentes	Inversión anual de I + D
Software de redes de video	47	$ 48.3 millones
Infraestructura de transmisión	36	$ 35.7 millones
Tecnologías de compresión	45	$ 42.1 millones

Propiedad intelectual y cartera de patentes

Harmonic Inc. mantiene una sólida estrategia de propiedad intelectual con cobertura de patentes globales.

• Patentes activas totales: 128
• Cobertura geográfica de patentes: Estados Unidos, Europa, Asia
• Presupuesto de renovación de patentes: $ 2.4 millones anuales

Talento de ingeniería y experiencia técnica

A partir de 2023, Harmonic emplea a 1.242 empleados en total, con 687 dedicados a las funciones de ingeniería y I + D.

Categoría de empleado	Total de empleados	Porcentaje
Personal de ingeniería	687	55.3%
Ventas y marketing	276	22.2%
Administrativo	279	22.5%

Investigaciones avanzadas y instalaciones de desarrollo

Harmonic opera centros de I + D en múltiples ubicaciones globales con una inversión total de $ 86.1 millones en 2023.

• Ubicaciones de I + D: San José, CA (sede); Sunnyvale, CA; Israel
• Inversión total de I + D: $ 86.1 millones
• I + D como porcentaje de ingresos: 17.3%

Infraestructura global de atención al cliente

Harmonic mantiene una red integral de soporte global en múltiples regiones.

Región de apoyo	Centros de apoyo	Tiempo de respuesta promedio
América del norte	3	2.1 horas
Europa	2	2.4 horas
Asia Pacífico	2	2.6 horas

Harmonic Inc. (HLIT) - Modelo de negocio: propuestas de valor

Entrega de video avanzada y soluciones de transmisión

Harmonic Inc. proporciona soluciones de entrega de video con las siguientes especificaciones clave:

Tecnología	Métrico de rendimiento	Alcance del mercado
Plataforma de transmisión VOS360	Hasta 4K UHD transmisión	Más de 150 proveedores de servicios globales
Solución virtualizada de cable	99.999% confiabilidad	30+ implementaciones de operadores de cable

Tecnologías de redes de video de alto rendimiento

Las tecnologías de redes de Harmonic entregan:

• Eficiencia de ancho de banda hasta un 50% de mejora
• Reducción de latencia de 30-40 milisegundos
• Soporte para estándares de compresión HEVC y AV1

Infraestructura escalable para industrias de medios y telecomunicaciones

Las capacidades de infraestructura incluyen:

Tipo de infraestructura	Capacidad	Escala de implementación
Soluciones nativas de nube	100+ TBPS RETORME	Implementaciones empresariales globales
Plataformas de computación de borde	Procesamiento de microsegundos de menos de 100	45 países operativos

Plataformas de distribución de contenido rentables

Métricas financieras de la plataforma de distribución:

• Reducción de gastos operativos: 35-40%
• Optimización de la red de entrega de contenido: ahorro de costos del 25%
• Mejora de la utilización del ancho de banda: 60% de eficiencia

Tecnologías innovadoras de compresión y transmisión

Tecnología	Relación de compresión	Adopción del mercado
Soluciones de compresión SaaS	Hasta el 70% de reducción de ancho de banda	Más de 200 clientes de medios
Plataformas de codificación avanzadas	Eficiencia de compresión 4: 1	85 emisoras principales

Harmonic Inc. (HLIT) - Modelo de negocio: relaciones con los clientes

Compromiso de ventas empresarial directo

A partir del cuarto trimestre de 2023, Harmonic Inc. reportó ingresos directos de ventas empresariales de $ 169.4 millones, con un enfoque en la entrega de video, el cable y los clientes de transmisión.

Canal de ventas	Contribución de ingresos	Segmentos de clientes
Ventas empresariales directas	$ 169.4 millones	Cable, telecomunicaciones, plataformas de transmisión
Cuentas empresariales globales	47 clientes de nivel 1	Principales compañías de medios y telecomunicaciones

Soporte técnico y servicios de consulta

Harmonic brinda soporte técnico integral con un equipo dedicado de 124 ingenieros de soporte global.

• Disponibilidad de soporte técnico 24/7
• Tiempo de respuesta: promedio de 2.5 horas para problemas críticos
• Centros de apoyo global: 3 ubicaciones

Enfoque de asociación tecnológica a largo plazo

En 2023, armónico mantenido 87 asociaciones de tecnología estratégica a través de la infraestructura de video y las tecnologías de transmisión.

Tipo de asociación	Número de asociaciones	Enfoque estratégico
Alianzas tecnológicas	87	Infraestructura de video, soluciones de transmisión
Acuerdos de colaboración de I + D	12	Tecnologías de video avanzadas

Desarrollo de soluciones personalizadas

Harmonic invirtió $ 72.3 millones en I + D durante 2023, centrándose en soluciones de entrega de video a medida.

• Plataformas de entrega de video personalizadas
• Arquitectura de transmisión personalizada
• Diseño de soluciones adaptativas

Implementación y capacitación de productos en curso

Harmonic entregó 246 programas integrales de implementación y capacitación en 2023.

Categoría de entrenamiento	Número de programas	Alcance del cliente
Implementación técnica	172	Clientes empresariales globales
Capacitación de productos	74	Socios tecnológicos

Harmonic Inc. (HLIT) - Modelo de negocio: canales

Equipo de ventas directas

A partir del cuarto trimestre de 2023, Harmonic Inc. mantuvo un equipo de ventas directo de 87 profesionales de ventas dirigidos a los clientes empresariales y de telecomunicaciones.

Tipo de canal de ventas	Número de representantes	Cobertura geográfica
Ventas empresariales	52	América del norte
Ventas de telecomunicaciones	35	Mercados globales

Plataformas de marketing digital en línea

Harmonic Inc. utiliza múltiples canales de marketing digital con un presupuesto de marketing digital 2023 de $ 2.4 millones.

• Marketing de LinkedIn
• Plataforma de anuncios de Google
• Publicidad de sitios web de la industria dirigida

Conferencias tecnológicas y eventos de la industria

En 2023, Harmonic participó en 14 conferencias internacionales de tecnología con un presupuesto de marketing de eventos de $ 1.1 millones.

Tipo de evento	Número de eventos	Inversión total
Principales conferencias tecnológicas	6	$650,000
Cumbres de telecomunicaciones	8	$450,000

Redes de referencia de socios

Harmonic Inc. mantiene 42 acuerdos de asociación de proveedores de servicios y tecnología activa a partir de 2024.

• Cisco Systems Partnership
• Colaboración Ericsson
• Asociación de soluciones de red de Nokia

Demostraciones de productos basadas en la web

En 2023, Harmonic realizó 276 sesiones de demostración de productos en línea con un promedio de 43 asistentes por sesión.

Tipo de demostración	Sesiones totales	Asistentes promedio
Soluciones de transmisión de video	124	38
Soluciones de acceso a cables	98	47
Virtualización de red	54	45

Harmonic Inc. (HLIT) - Modelo de negocio: segmentos de clientes

Operadores de televisión por cable

Harmonic sirve a los principales operadores de cable con soluciones de infraestructura de video. A partir de 2023, la compañía informó que sirvieron aproximadamente el 75% de los principales operadores de televisión por cable de América del Norte.

Clientes del operador de cable superior	Penetración del mercado
Comcast	Cuota de mercado significativa
Comunicaciones de la Carta	Despliegue sustancial

Compañías de telecomunicaciones

Harmonic ofrece soluciones de entrega de video a proveedores globales de telecomunicaciones.

• AT&T
• Verizon
• Deutsche Telekom
• Comunicaciones NTT

Plataformas de transmisión de medios

La compañía admite múltiples infraestructuras de plataformas de transmisión, con soluciones implementadas en varias plataformas globales.

Plataforma de transmisión	Integración tecnológica
Netflix	Soluciones de codificación de video avanzadas
Video de Amazon Prime	Infraestructura de transmisión integral

Proveedores de infraestructura de video empresarial

Harmonic apoya la infraestructura de video de nivel empresarial con soluciones especializadas.

• Tamaño del mercado objetivo: Mercado de infraestructura de video empresarial estimada de $ 3.5 mil millones
• Plataformas de entrega de video nativas de nube
• Soluciones de video definidas por software

Redes de distribución de transmisión y contenido

Harmonic sirve importantes redes de transmisión y plataformas de distribución de contenido a nivel mundial.

Red de transmisión	Alcance geográfico
ESPN	Mercado norteamericano
BBC	Mercado europeo
Red de cielo	Distribución internacional

Harmonic Inc. (HLIT) - Modelo de negocio: Estructura de costos

Inversiones de investigación y desarrollo

Para el año fiscal 2023, Harmonic Inc. reportó gastos de I + D de $ 79.4 millones, lo que representa aproximadamente el 22.3% de los ingresos totales.

Año fiscal	Gastos de I + D	Porcentaje de ingresos
2023	$ 79.4 millones	22.3%
2022	$ 74.2 millones	21.5%

Gastos de personal de ingeniería

Los gastos totales de personal para equipos de ingeniería en 2023 fueron de $ 112.6 millones, con un salario promedio de ingeniería de $ 135,000 por empleado.

• Fuerza laboral de ingeniería total: 835 empleados
• Compensación anual promedio: $ 135,000
• Gastos totales de personal: $ 112.6 millones

Fabricación y producción de hardware

Los costos de fabricación para 2023 totalizaron $ 156.3 millones, con el desglose de los gastos de producción clave de la siguiente manera:

Categoría de costos	Cantidad	Porcentaje
Materia prima	$ 68.7 millones	44%
Trabajo directo	$ 47.2 millones	30.2%
Sobrecarga de fabricación	$ 40.4 millones	25.8%

Costos operativos de ventas y marketing

Los gastos de ventas y marketing para 2023 fueron de $ 92.5 millones, lo que representa el 26% de los ingresos totales.

• Gastos totales de ventas y marketing: $ 92.5 millones
• CUENTA DEL EQUIPO DE VENTAS: 215 empleados
• Inversiones del programa de marketing: $ 37.6 millones

Mantenimiento de la infraestructura tecnológica

Los costos de infraestructura y mantenimiento de tecnología para 2023 ascendieron a $ 45.2 millones.

Categoría de costos de infraestructura	Cantidad
Servicios en la nube	$ 18.3 millones
Mantenimiento de hardware	$ 12.7 millones
Licencia de software	$ 14.2 millones

Harmonic Inc. (HLIT) - Modelo de negocios: flujos de ingresos

Venta de productos de hardware

Harmonic Inc. reportó ingresos por ventas de productos de hardware de $ 456.7 millones en el año fiscal 2023.

Categoría de productos	Ingresos ($ millones)
Hardware de video infraestructura	276.4
Hardware de acceso a cable	180.3

Tasas de licencia de software

Los ingresos por licencia de software totalizaron $ 142.5 millones en 2023.

• Licencias de software de video: $ 87.2 millones
• Licencias de software de acceso a cable: $ 55.3 millones

Servicios profesionales y consultoría

Los servicios profesionales generaron $ 98.3 millones en ingresos para el año fiscal 2023.

Tipo de servicio	Ingresos ($ millones)
Consultoría de diseño de red	45.6
Servicios de implementación	52.7

Contratos de soporte técnico continuo

Los ingresos por contrato de soporte técnico alcanzaron los $ 112.6 millones en 2023.

• Contratos de soporte anual: $ 76.4 millones
• Servicios de garantía extendidos: $ 36.2 millones

Plataformas de tecnología basadas en suscripción

Los ingresos por suscripción ascendieron a $ 83.9 millones en el año fiscal 2023.

Tipo de plataforma	Ingresos ($ millones)
Servicios de video basados ​​en la nube	53.7
Plataformas de gestión de redes	30.2

Harmonic Inc. (HLIT) - Canvas Business Model: Value Propositions

You're looking at how Harmonic Inc. (HLIT) delivers tangible benefits to its customers right now, late in 2025. It's not just about selling hardware; it's about selling operational transformation and future-proofing their networks.

Virtualized broadband (cOS) for lower OpEx and network modernization.

The core value here is moving from rigid systems to a software-based, virtualized broadband platform, which is their cOS solution. This shift directly impacts the bottom line. For instance, total company operating expenses (OpEx) in the third quarter of 2025 were $58.4 million, which was down 3.5% year-over-year, a result management attributed to prior restructuring and additional cost actions. This platform is widely adopted; as of the third quarter of 2025, the cOS platform was commercially deployed with 142 customers, serving 37.6 million cable modems. Furthermore, specific components like Beacon are cited as enabling up to 25% faster speeds while simultaneously reducing operator support costs. In European deployments with a key partner, the agility of the cOS platform helped reduce time-to-market for new fiber services by over 70%.

Accelerated time-to-market for next-gen services like DOCSIS 4.0.

Getting new standards like DOCSIS 4.0 deployed quickly is a major value driver. Harmonic has moved this technology out of the lab and into live operations. They announced a production deployment of Unified DOCSIS 4.0 with Mediacom Communications, the fifth-largest cable operator in the U.S., showcasing readiness for widescale adoption. This move supports the shift to a distributed access architecture (DAA) for faster, lower-latency experiences. On the fiber side, Comcast is leveraging Harmonic's fiber-to-the-home solutions to add roughly one million new fiber passings per year, using Harmonic's technology to deliver multi-gigabit symmetrical broadband.

Cloud-agnostic, low-latency video streaming for live sports (VOS360).

For video, the value is in delivering premium, engaging experiences reliably and cost-effectively. The VOS360 Media SaaS and VOS360 Ad SaaS solutions are engineered for high-stakes events like live sports. They enable synchronized delivery of low-latency streams, achieving sub-five-second latency while maintaining a geo-redundant architecture. To manage bandwidth costs, the platform's EyeQ content-aware encoding achieves up to 50% bandwidth and storage savings without sacrificing video quality. The financial success of this focus is evident: Video SaaS revenue hit a record $16.1 million in the third quarter of 2025.

Here's a quick look at the operational scale and financial performance underpinning these value propositions as of the end of Q3 2025:

Metric Category	Specific Metric	Value (as of Q3 2025)
Broadband Scale	cOS Deployed Customers	142
Broadband Scale	Cable Modems Served by cOS	37.6 million
Financial - Broadband	Broadband Segment Revenue	$90.5 million
Financial - Broadband	Broadband Segment Non-GAAP Adjusted EBITDA	$14.2 million
Financial - Broadband	Broadband Segment Gross Margin	47.3%
Financial - Video	Record Video SaaS Revenue	$16.1 million
Financial - Overall	Total Company Operating Expenses (OpEx)	$58.4 million
Video Technology	Latency Achievable for Live Sports	Sub-five-second

Unified platform for managing DOCSIS and fiber deployments.

Operators don't want two separate management silos for their legacy DOCSIS and new fiber buildouts. Harmonic's Unified DOCSIS 4.0 solution is designed to support both technologies on the cOS platform, giving customers like Mediacom the optionality to add fiber services while modernizing their DOCSIS infrastructure. This unification simplifies network evolution and accelerates the rollout of next-generation services. The expanded partnership with Charter, for example, covers cOS, DOCSIS 4.0 Unified RPDs, and advanced operational tools across their entire footprint. The company's leadership in this space is backed by market share data; Harmonic is the market share leader in cable broadband equipment, virtual CMTS, and DAA, according to Dell'Oro Group.

You should definitely review the Q4 2025 guidance to see management's near-term expectations for broadband revenue, which is forecasted between $85 million to $95 million for that quarter.

Finance: draft 13-week cash view by Friday.

Harmonic Inc. (HLIT) - Canvas Business Model: Customer Relationships

You're looking at how Harmonic Inc. keeps its major service provider customers engaged, which is critical given its customer concentration. Honestly, the relationship model is deeply technical and relies on embedding its software platforms directly into the customer's core network and video delivery chain.

High-touch, strategic engagement with Tier 1 MSOs (Managed Services).

Harmonic Inc. maintains very close ties with its largest cable operator customers, often referred to as Tier 1 MSOs. This involves deep integration and strategic planning, as evidenced by the continuous expansion of its cOS™ platform deployments.

• In Q3 2025, Harmonic Inc. reported commercially deploying its cOS™ solution with 142 customers, managing 37.6 million cable modems.
• This represents growth from Q2 2025, when the platform served 136 customers and managed 35.3 million cable modems.
• The Q1 2025 figures showed 129 customers and 33.9 million cable modems under management.
• Strategic wins in Q3 2025 included securing one international Tier 1 customer among six new broadband customers.
• This follows Q1 2025 wins that included two US Tier 1s and one LATAM Tier 1 customer.
• Comcast, a key relationship, represented 39% of total revenue in Q2 2025.

Here's the quick math on the platform's customer base growth through the first three quarters of 2025:

Metric	Q1 2025	Q2 2025	Q3 2025
cOS Customers	129	136	142
Cable Modems Managed (Millions)	33.9	35.3	37.6

What this estimate hides is the revenue impact of the transition; sales to the 10 largest customers in 2024 still accounted for approximately 72% of net revenue.

Dedicated professional services for cOS platform deployment and support.

The deployment of the cOS platform, which virtualizes broadband networking, requires significant, dedicated engineering support. This is not just a software sale; it's a network transformation project. Comcast announced it is leveraging Harmonic Inc.'s fiber-to-the-home solutions for more than 1.2 million new locations planned in 2025. Also, in Q2 2025, Harmonic Inc. secured four new broadband wins, two of which were specifically for fiber networks, indicating direct, high-touch professional services engagement for network build-outs.

SaaS subscription model for the VOS360 video platform.

The Video segment relies heavily on the recurring revenue from the VOS360 SaaS offering, which is seeing consistent, though sometimes uneven, growth. The company has a long-term goal of achieving $100 million in video SaaS sales by the end of 2028. The recent performance shows this model in action:

• In Q3 2025, Video SaaS revenue hit a record of $16.1 million, reflecting a 13.6% increase for the quarter.
• This followed Q2 2025, where Video SaaS revenue was $15.4 million, a 10.1% year-over-year growth.
• However, Q1 2025 saw a quarterly dip to $14.8 million from $15.1 million in Q4 2024.
• Total Video segment revenue for Q3 2025 was $51.9 million.

The VOS360 solutions are enhanced through strategic partnerships, such as leveraging Akamai's infrastructure for cost efficiency and scalability.

Direct sales and engineering support for complex network transitions.

Complex transitions, like the shift to Unified DOCSIS 4.0, necessitate direct engineering involvement. Harmonic Inc. announced an expanded partnership with Spectrum (Charter) covering DOCSIS 4.0 Unified RPDs and advanced operational tools in Q3 2025. This level of support is essential for customers migrating to next-generation standards. The company's focus on hybrid business models, integrating VOS360 in the cloud with on-premises software for fresh content, also requires direct engineering consultation to optimize total cost of ownership for service providers. You'll want Finance to track the bookings pipeline closely, as management noted projected customer spending slowdowns through 2025 in the prior year.

Harmonic Inc. (HLIT) - Canvas Business Model: Channels

You're looking at how Harmonic Inc. (HLIT) gets its solutions-the virtualized broadband and video delivery tech-into the hands of its customers as of late 2025. The channel strategy clearly splits between the capital expenditure-heavy Broadband segment and the increasingly recurring revenue-focused Video segment, which houses the VOS360 SaaS offering.

Direct sales force targeting Tier 1 cable and broadband operators is the backbone for the Broadband segment. This direct approach is necessary because the deals involve complex, large-scale network transformations, like the rollout of Unified DOCSIS 4.0. While Q3 2025 saw Broadband revenue at $90.5 million, down year-over-year, management noted stronger momentum with customer orders being realized earlier than anticipated, suggesting the direct sales team is closing significant, albeit sometimes lumpy, infrastructure deals with major players like Charter and Comcast.

For channel partners and integrators for international and regional deployments, the focus appears to be on expanding the global footprint. The company explicitly mentioned anticipating Broadband revenue growth momentum to increase in 2026 based on Rest of World accelerated adoption. This international push likely relies heavily on local partners and integrators who understand regional regulatory environments and customer needs better than a purely centralized direct team could. The Q3 2025 results already reflected this with growth in broadband rest of world shipments.

The push toward recurring revenue is channeled through cloud marketplaces and direct sales for VOS360 SaaS. This is where the Video segment shines, with growth led by SaaS. In Q3 2025, Video revenue hit $51.9 million, with the SaaS component specifically reaching $16.1 million, marking a 13.6% year-over-year increase. The VOS360 platform is the key offering here, enabling cloud-based workflows. The commercial deployment of the cOS solution, which supports this software-driven approach, reached 136 customers as of Q2 2025.

Finally, direct sales of hardware appliances for video and broadband remain a core channel, especially within the Video segment for on-premise encoding and for the Broadband segment's physical network components. The Video segment's $51.9 million revenue in Q3 2025 was supported by both appliance strength and SaaS streaming. The direct sales force manages the transfer of control for these physical and licensed products. Here's a quick look at the segment revenue scale for Q3 2025, which illustrates the relative size of the markets served by these channel mixes:

Segment/Metric	Q3 2025 Revenue (USD Millions)	Year-over-Year Video Revenue Change	Q3 2025 Video SaaS Revenue (USD Millions)
Broadband	$90.5 million	N/A (Broadband)	N/A (Broadband)
Video	$51.9 million	2.9% increase	$16.1 million
Total Company Revenue	$142.4 million	N/A	N/A

The success of the direct sales motion for the Broadband segment is tied to major customer readiness, as seen by the mention of large customer deployment plans for 2026. For the Video side, the channel strategy is clearly pivoting to emphasize the growth engine, which is the recurring SaaS model. If onboarding takes 14+ days, churn risk rises, so the direct and partner sales teams need streamlined activation for VOS360.

• Broadband revenue in Q3 2025 was $90.5 million.
• Video revenue in Q3 2025 was $51.9 million.
• Video SaaS revenue growth was 13.6% year-over-year in Q3 2025.
• The company reported $21.0 million in free cash flow for Q3 2025.
• Sales to the 10 largest customers accounted for approximately 72% of net revenue in 2024.

Harmonic Inc. (HLIT) - Canvas Business Model: Customer Segments

You're looking at the core groups Harmonic Inc. sells its virtualized broadband and video delivery solutions to as of late 2025. This isn't a broad-based customer list; it's segmented by the specific technology needs they have, which directly impacts Harmonic's revenue mix.

The company's Q3 2025 total revenue came in at $142.4 million, split between its Broadband segment revenue of $90.5 million and Video segment revenue of $51.9 million. This split shows where the immediate financial focus lies, though the Video segment, driven by SaaS, saw growth.

Tier 1 North American Cable/Broadband Operators

This group represents the largest, most concentrated revenue source for Harmonic Inc.'s Broadband segment. These operators are deep into upgrading their networks to meet escalating consumer demand for multi-gigabit services.

• Comcast was cited as representing 43% of Q3 2025 revenue.
• Comcast is leveraging Harmonic's fiber-to-the-home solutions, with plans for more than 1.2 million new locations in 2025.
• Harmonic also announced an expanded partnership with Spectrum (Charter) for cOS, DOCSIS 4.0 Unified RPDs, and operational tools.

International MSOs and Regional Broadband Service Providers

This segment is crucial for global expansion and diversification away from the heavy reliance on a few large North American players. Harmonic's cOS platform is the key enabler here.

Here's a look at the scale of the cOS deployment across these operators:

Metric	Value as of Late 2025 Data Points
cOS Commercially Deployed Customers	142 customers
Total CPE Devices Powered Worldwide (Latest Reported)	Nearly 38 million CPE devices
Total Cable Modems Powered (Specific Report)	37.6 million cable modems
Total Operators Powered Worldwide (Earlier Report)	Nearly 130 operators worldwide

The company won six new broadband customers during Q3 2025, including one international Tier 1 operator.

Media Companies and Broadcasters Transitioning to OTT Streaming

This group falls primarily under Harmonic's Video segment, where the focus is on software-as-a-service (SaaS) offerings for video processing and delivery. They need solutions that handle everything from traditional broadcast quality to internet-delivered streaming.

• Video segment revenue for Q3 2025 was $51.9 million.
• SaaS revenue within the Video segment grew 13.6%, reaching $16.1 million in Q3 2025.
• Harmonic is showcasing hybrid cloud and on-premises streaming solutions, plus AI-driven workflows.

Live Sports Streaming Platforms Requiring Ultra-Low Latency

This is a specialized, high-value sub-segment within the media customer base. These platforms demand the absolute best performance for live events, where even small delays mean lost viewer engagement or advertising revenue.

• Harmonic is highlighting groundbreaking advancements in live sports streaming.
• The company enables automatic insertion of in-stream ad formats using AI to detect relevant moments in live sports action.
• Harmonic is collaborating with Enghouse Networks to drive direct-to-consumer sports innovation.

Finance: draft 13-week cash view by Friday.

Harmonic Inc. (HLIT) - Canvas Business Model: Cost Structure

You're looking at the cost side of Harmonic Inc.'s business as of late 2025. This structure is heavily influenced by the cost of the physical goods they sell, the ongoing investment in next-generation network technology, and the overhead required to run the operation.

The Cost of Goods Sold (COGS) is a direct driver of the gross margin for the hardware-heavy Broadband segment. For the third quarter of 2025, the Broadband segment gross margin landed at 47.3%. This is a key area to watch, as the company guides for Q4 2025 Broadband gross margins to be in the range of 48% to 50%, reflecting product mix changes.

Research and development expenditure remains significant, underpinning the push for future technology like Unified DOCSIS 4.0, which is central to their 2026 growth strategy. While a direct R&D spend figure for Q3 2025 isn't itemized here, the financial impact of R&D-related tax law changes is notable; Harmonic expects to realize a cumulative cash income tax reduction of approximately $50 million across both 2025 and 2026 due to the One Big Beautiful Bill Act and Section 174 adjustments. This highlights the financial interplay between innovation investment and tax structure.

The general overhead, or Operating Expenses (OpEx), for the total company in Q3 2025 was reported at $58.4 million. This figure reflected a 3.5% year-over-year decrease, resulting from prior restructuring actions in the video business and other cost controls. Still, management noted they expect OpEx to increase in Q4 2025 due to seasonality.

External trade costs also factor in. Specifically, costs associated with U.S. import tariffs are a current headwind. For the fourth quarter of 2025 guidance, Harmonic estimated the tariff impact on margins to be less than $1 million, similar to the impact seen in Q3. This is a tangible, near-term cost pressure point.

Here's a quick look at the key financial metrics that define the cost structure for the third quarter of 2025 and the immediate outlook:

Cost/Margin Component	Metric	Q3 2025 Actual	Q4 2025 Guidance
Total Company Operating Expenses (OpEx)	Amount	$58.4 million	Expected to increase due to seasonality
Broadband Segment Gross Margin	Percentage	47.3%	48% to 50%
Video Segment Gross Margin	Percentage	66.7%	66% to 67%
U.S. Import Tariff Impact on Margins	Estimated Amount	Impact noted in Q3	Less than $1 million
R&D Related Tax Benefit (Cumulative)	Amount	N/A	Approximately $50 million (for 2025 and 2026)

The cost structure is clearly bifurcated between the lower-margin, hardware-dependent Broadband business and the higher-margin Video segment, which benefits from recurring SaaS revenue growth. The company's ability to manage COGS against the backdrop of DOCSIS 4.0 deployment costs is defintely central to margin performance.

• Focus on Unified DOCSIS 4.0 deployment readiness.
• Prior restructuring initiatives reduced year-over-year OpEx by 3.5% in Q3 2025.
• Comcast accounted for 43% of total Q3 2025 revenue.
• Video SaaS revenue reached a record $16.1 million in Q3 2025.

Finance: draft 13-week cash view by Friday.

Harmonic Inc. (HLIT) - Canvas Business Model: Revenue Streams

You're looking at how Harmonic Inc. actually brings in the money as of late 2025, specifically focusing on the third quarter results. It's a mix of selling big hardware/software packages and recurring software services, which is key to understanding their current financial structure.

Here's the quick math on the major components that made up their total revenue of $142.4 million in Q3 2025. You can see the split between the Broadband and Video segments clearly in the breakdown below.

Revenue Stream Component	Q3 2025 Revenue Amount	Segment
Broadband Product Revenue (Hardware & Software Licenses)	$90.5 million	Broadband
Video SaaS Subscription Revenue	$16.1 million	Video
Video Appliance and Product Sales	$35.8 million	Video

The Video segment as a whole brought in $51.9 million in Q3 2025, so that appliance and product sales figure is derived by taking the total Video revenue and subtracting the SaaS component.

When mapping out the streams, you see a clear focus on both upfront sales and recurring software revenue:

• Broadband product revenue (hardware and software licenses) hit $90.5 million in Q3 2025.
• Video SaaS subscription revenue achieved a record $16.1 million in Q3 2025, marking a 13.6% year-over-year increase.
• Video appliance and product sales accounted for approximately $35.8 million in Q3 2025.
• Professional services and support contracts for platform deployment contribute to the overall Video segment revenue and support the recurring SaaS base.

To be fair, the Video segment's Non-GAAP gross margin was 66.7% for the quarter, which is quite strong, even if it was down slightly from the prior year's 69.0%. Finance: draft 13-week cash view by Friday.